Commercial Account Executive

The Account Executive provides for the short- and long-term growth of WP revenues through targeted prospecting, business development, communication, relationship building, and sound consultative selling. The Sales Representative uses conceptual/strategic selling skills to understand economic and buying influences and works with their Sales Manager and other internal business partners (e.g. Division Managers) to meet client expectations and close deals. Additionally, this position supports the prospecting efforts for potential clients across the nation. Daily, you will interact with customers in the commercial and residential construction, roofing, remodeling, and restoration industries to drive revenue growth by identifying, selling new and returning accounts.

ESSENTIAL JOB FUNCTIONSI

- Implement established prospecting and sales procedures to create and finalize sales prospects. Analyze potential clients' organizational setup, personnel, and current suppliers. Foster connections with top-tier executives within designated accounts to comprehend their business requirements.

- Utilize CRM software for the management of prospective client lists within specific geographic and industry segments.

- Participates in partnership with Regional and Corporate Sales Managers in developing short and long-term strategic Market and Sales Planning.

- Meets or exceeds sales call activity goals for new sales.

- Develops a strong customer base and calling on prospective customers by phone or in person visits.

- Ensures customer satisfaction through direct communication and solicitation of feedback.

- Drives acquisition, retention and renewal of contracts by developing and maintaining critical relationships with customers, appointed staff and others influencing decision makers.

- Knows the competition and uses industry/company knowledge to prepare winning proposals.

- Accountable in partnership with corporate sales, marketing, and regional management for developing bid and RFP submittal packages and insuring that proposals meet all specification requirements, required pro-forma, pricing and professional quality in appearance/content.

- Interfaces with WP executives, managers, associates and customers in targeting opportunities and aggressively pursing leads.

- Actively or indirectly in partners with Manager(s) in closing contracts through aggressive negotiation, competitive pricing and proactive adherence to defined sales strategy.

- In partnership with finance and regional management periodically initiates billing and contract audits to ensure best pricing and proper invoicing.

- Stays directly involved in complaints resolution and resolves issues as needed in support of the customer and in compliance with, state and federal regulations.

Requirements:

QUALIFICATIONS:

- Education: AS/BA/BS degree in business, marketing, or equivalent experience. Related work experience can be substituted for educational requirements.

- 1-2 years of sales/marketing/business development experience within the Waste Services Industry with heavy emphasis on the Commercial Sales Sector.

- 1+ years of progressive sales experience.

- Demonstrated ability to apply consultative and solutions based selling skills.

- Applied skills in negotiation, bid responses, contract management, forecasting and reporting.

- Experience with sales generation, customer interaction, presentation, client interaction, negotiation, account management, forecasting, pricing, and sales closure.

- Superior written and oral communication skills combined with above average organization, interpersonal, listening, presentation and problem-solving skills.

- Professional demeanor and ability to function with the utmost honesty and integrity.

- Must demonstrate a basic understanding of applied use of sales automation technology used in support of the sales process.

- Proficiency in using array of software packages, including MS Outlook, Word, PPT and Excel.

- Experienced in developing strategies to increase sales volumes, manage costs and source potential opportunities through different channels.

- Knowledge of the Waste Industry, competitors, and relevant external forces that influence the client's buying decision.

- Well versed in problem solving, market research, financial/profitability analysis, pricing, and client relationship management.

- Organized and intellectually able to eliminate sales obstacles through creative and adaptive approaches.

- High degree of autonomy, yet team oriented with ability to work cross functionally within dynamic environment.